Can someone help me with most common objections in telesales?
September 11th, 2010 | 
Author:
I want to know questions and answers of the most common sales objections you can come across, for example ” i have to speak to my partner first” how do Ihandle that?
I’m going to use the universal “widgets” example when discussing business. If unfamiliar, widgets are a fictitious product that you are trying to sell.
To begin, the most important thing to remember in telephone sales is that it is a numbers game. Even if you never knew how to overcome an objection and you simply just asked people if they would like to buy midgets, some people would still say yes. On the flip side, no matter how good you are at selling widgets some people will always say no. So just make lots of calls and you’ll make lots of widget sales.
1. I have to speak to my partner first -
a. The client is not convinced that what you are offering is worth the buy. Needs more information, but would prefer to just politely end the call with a sorry excuse.
b. “Mr. Client, this is a pretty big decision so I understand you need to discuss this with your spouse. Just out of curiosity, what do you think they’ll like or dislike about my widgets?” Then you can have a discussion with them about what their “spouse” likes or dislikes. It keeps them on the phone and gives you more opportunity to sell.
2. I’m happy with the widgets that I have right now.
a. You haven’t stimulated your customer enough to want to listen or pay attention.
b. “Fantastic. I’m glad that you are a loyal client of Widget central. Before I get off the phone with you, what would be the one thing you could change about your current widget?” You’ll either get a nice response that will allow you to continue your conversation or you’ll get “nothing”. continue with open ended questions that begin with why or what until one of them opens them up to talk to you. The worst that will happen is they hang up and you move on.
3. I’m not interested right now, but I’d like to get your number in case I’m interested later.
a. They aren’t interested at all, but you’re a nice guy and they’d like you to think they care.
b. “I appreciate the consideration. What’s the main reason you’d be motivated to buy in the future vs. today?”
You could go on for hours here, but main things to do in sales on the telephone are simple:
1. Make the calls and ask for the sale.
2. Take 3 rejections before moving on
3. Ask open-ended questions to gather information.
4. ask for the sales.
It generally takes 100 phone calls to get 2 sales in most industries.
Posted in Sales Objections
Tele sales is a very difficult and competitive market, ypu have to grab the client’s attention within a few seconds. You have no doubt been given a script by your employer as there are certain regulatory points you must cover, try to do this with a smile as this will come across over the phone. You need to ask if the client has time to talk and be genuine in what you want to discuss and how long it will take. Telephone sales is a numbers game, contact enough people, get rid of the no’s and the yes’s will come, be confident in your product, if you don’t believe in it you cannot even try to discuss it with others. If you get an objection, go through the routine of ‘agreeing the objection’ with the client in order to show empathy. The objection you have mentioned in your question should not arrise as you should always find out as quickly as possible, does the person you’re speaking to make the decisions ?, if not, who does, and when will they be available ? This is not a subject that can be handled in a text, but it sounds like you could do with some help, if so, contact me at geggysschool@yahoo.co.uk, I may be able to help, who knows ?. There are a whole host of objections out there and once again, you should have been given these on your training inducton, if not, change companies because they are setting you up to fail and that’s demoralising !!!
References :
I’m going to use the universal "widgets" example when discussing business. If unfamiliar, widgets are a fictitious product that you are trying to sell.
To begin, the most important thing to remember in telephone sales is that it is a numbers game. Even if you never knew how to overcome an objection and you simply just asked people if they would like to buy midgets, some people would still say yes. On the flip side, no matter how good you are at selling widgets some people will always say no. So just make lots of calls and you’ll make lots of widget sales.
1. I have to speak to my partner first -
a. The client is not convinced that what you are offering is worth the buy. Needs more information, but would prefer to just politely end the call with a sorry excuse.
b. "Mr. Client, this is a pretty big decision so I understand you need to discuss this with your spouse. Just out of curiosity, what do you think they’ll like or dislike about my widgets?" Then you can have a discussion with them about what their "spouse" likes or dislikes. It keeps them on the phone and gives you more opportunity to sell.
2. I’m happy with the widgets that I have right now.
a. You haven’t stimulated your customer enough to want to listen or pay attention.
b. "Fantastic. I’m glad that you are a loyal client of Widget central. Before I get off the phone with you, what would be the one thing you could change about your current widget?" You’ll either get a nice response that will allow you to continue your conversation or you’ll get "nothing". continue with open ended questions that begin with why or what until one of them opens them up to talk to you. The worst that will happen is they hang up and you move on.
3. I’m not interested right now, but I’d like to get your number in case I’m interested later.
a. They aren’t interested at all, but you’re a nice guy and they’d like you to think they care.
b. "I appreciate the consideration. What’s the main reason you’d be motivated to buy in the future vs. today?"
You could go on for hours here, but main things to do in sales on the telephone are simple:
1. Make the calls and ask for the sale.
2. Take 3 rejections before moving on
3. Ask open-ended questions to gather information.
4. ask for the sales.
It generally takes 100 phone calls to get 2 sales in most industries.
References :
I feel for you trying to make a living in telemarketing.
I just hang up as soon as the guy/gal starts talking.
That’s a rough way to earn a buck, and you really need to be able to handle rejection well.
Good Luck.
References :